How to Track Sales Quota Attainment in Excel

Calculate each rep’s quota attainment, the whole team’s attainment, and how many reps hit their number — comparing two columns row by row.

You will learn to

• Calculate attainment as closed ÷ quota
• Calculate team attainment from totals
• Count reps at or above quota by comparing two columns

How it works

Quota attainment is how much of their target a salesperson actually closed: closed-won revenue ÷ quota, shown as a percentage. 100% means they hit their number exactly; 79% means they fell 21% short.

Team attainment is total closed ÷ total quota — not the average of each rep’s percentage, since quotas differ. To count how many reps hit quota you need to compare two columns row by row, which COUNTIF can’t do; =SUMPRODUCT(--(C2:C9>=B2:B9)) can. Sales leaders watch both numbers: a team can be close to 100% while only half its reps hit quota.

=C3/B3